Once the agreement between marketing and sales has been defined , it is time to establish common goals. KPIs (key performance indicators) are relevant metrics for determining the success of a campaign according to the strategy's objective. The main information that needs to be monitored in an inside sales strategy is:
conversion rate per lead generated: shows the proportion between the leads that marketing works on and passes on to sales, and that are converted;
conversion rate: more comprehensive, it analyzes the relationship list of timeshare owners between the number of sales according to the opportunities generated;
sales ramping: compares the average time taken to reach the target;
average sales value: helps to understand the average value that the team can sell.
Are there tools that can help me with this process?
Absolutely. The tools in the inside sales strategy automate processes, scale service and provide the right timing for contact with the customer. CRM software, for example, gathers all the information about your prospects and customers and helps teams signal which stage of the sales funnel each lead is at.
To define which tools you will use in your strategy, you first need to establish which actions will be carried out by the salespeople. If the idea is to focus on telephone, email and chat contacts, mixing them with face-to-face meetings, for example, hiring a videoconferencing service doesn't make much sense, do you agree? Here are some examples of tools you can use:
Google Hangouts: free Google tool for online meetings;
Rapportive: plugin that integrates your LinkedIn profile with Gmail;
Pipedrive: focused on managing complex sales, helping the salesperson to get organized;
Find That Lead: Helps you find your lead's email using other contact details like their full name and company.
Did you see how inside sales can be a fundamental strategy for your business? As we explained, you can use it in conjunction with other techniques , such as outbound sales. Another important concept to understand is inbound sales, which consists of offering relevant content to help the lead move through the sales cycle more easily, increasing the chance of closing a deal.
If you liked this article and want to take advantage of high-performance techniques for your business, then talk to us . We are focused on increasing revenue and optimizing the performance of our clients' digital strategies!